Channel Account Manager

About the role

In this role, you will play a crucial part in enhancing Horizon3's presence in the market by cultivating and fortifying relationships with key strategic partners. You will act as a primary liaison, ensuring that our innovative solutions are effectively positioned and showcased within the marketplace ecosystem. Collaborating closely with internal sales teams, your focus will be on driving revenue through partner-led initiatives and joint strategic efforts. You will own the end-to-end relationship health with assigned partners, identifying opportunities and removing barriers to success. This position demands a proactive mindset to align partner objectives with Horizon3's overarching business goals. You will be responsible for translating market needs into actionable plans that resonate with partner audiences. Ultimately, your work will ensure that Horizon3 remains the preferred choice for partner cybersecurity needs.

Key facts

What you'll do

• Establish and nurture relationships with essential partner organizations to facilitate collaboration and mutual growth.
• Generate and convert sales leads through partner channels, directly contributing to the company's revenue growth and market penetration.
• Proactively manage leads provided by sales development representatives to enhance channel collaboration and overall effectiveness.
• Maintain and develop ongoing relationships with partners to ensure Horizon3 remains the preferred choice for their cybersecurity needs and strategic initiatives.
• Collaborate with account executives to implement effective channel sales strategies that align with overall business objectives and market demands.
• Oversee the partner sales pipeline, ensuring proper deal registration, progression, and qualification processes are meticulously followed.
• Plan and execute regional partner events aimed at promoting business development, brand awareness, and growth opportunities for all stakeholders.
• Identify and engage with partner-involved accounts to maximize potential sales opportunities and uncover hidden value pools.
• Create comprehensive business plans for designated regions to achieve targeted sales objectives and market share growth.
• Regularly engage with partner executives to provide updates on performance, strategic shifts, and offer necessary operational support.
• Monitor and analyze competitor activities within the channel, providing actionable insights and detailed reports on findings to inform strategy.
• Consistently update the sales team on progress against weekly and monthly sales goals, forecasts, and key performance indicators.
• Collaborate with AWS representatives to optimize sales strategies and co-selling efforts through the AWS Marketplace platform.
• Develop and implement joint strategic initiatives with key partners to drive mutual success, innovation, and market leadership.
• Manage partner marketing funds and co-op programs effectively to support collaborative marketing efforts and brand visibility.

Requirements

• At least 5 years of experience in channel sales or a similar role, demonstrating a strong background in managing partner ecosystems and indirect sales motions.
• A proven track record of success in selling within or through the cybersecurity partner ecosystem in a specific region or market segment.
• Proficiency in utilizing Salesforce.com for effective sales management, reporting, and pipeline tracking to ensure data accuracy.
• Strong collaborative skills to work effectively with account executives, sales engineers, marketing teams, and technical partners in a cross-functional setting.
• Exceptional communication, presentation, and writing abilities, with a talent for articulating complex value propositions to technical and executive audiences.
• High energy and adaptability to thrive in a dynamic, fast-paced work environment that demands agility and quick decision-making.
• Demonstrated ability to work independently with minimal supervision while managing multiple priorities and deadlines efficiently.
• A results-driven mentality with a strong commitment to achieving and exceeding established sales targets and performance metrics.
• Willingness to adhere to company policies, processes, and procedures while maintaining the highest level of professional integrity.
• Capability to analyze market trends, partner performance, and competitive landscapes to inform strategic decisions and actions.

Nice to have

• Willingness and ability to travel up to 50% of the time to meet with partners, attend industry events, and conduct on-site assessments as required.
• Previous experience in the cybersecurity industry is a plus, providing context and insight into sector-specific challenges and solutions.
• Familiarity with partner marketing strategies, program management, and execution best practices to enhance co-marketing effectiveness.
• Understanding of cloud security architectures and technologies, particularly within major platforms like AWS, to engage in more informed discussions.
• Experience with marketing automation tools and advanced CRM systems to streamline workflows and improve engagement tracking.
• Knowledge of sales methodologies such as MEDDIC or SPIN selling within a complex enterprise sales environment.
• Prior experience managing channel programs or partner teams in a B2B technology company.
• Exposure to startup environments where agility, ownership, and multi-role contributions are essential for success.

Practical notes

• The role may require travel up to 50%, subject to business needs and quarterly planning cycles.
• All job-related travel expenses must receive prior approval from management to ensure compliance and budget adherence.
• Candidates are encouraged to redact any age-identifying information from their application materials without facing any penalties or bias in the review process.
• This position offers a competitive salary range, along with potential equity options, reflecting the value of the role in driving Horizon3's growth and strategic market objectives.
• As a remote position, you will have the flexibility to work from anywhere in the US, allowing for a balanced work-life integration and personalized work environment.
• Horizon3.ai is committed to fostering a diverse and inclusive workplace, encouraging applicants from all backgrounds, cultures, and identities to apply and contribute unique perspectives.
• Join us in our mission to redefine cybersecurity solutions, disrupt traditional market models, and make a significant impact in the industry through innovative partner-led growth.